by: Paul Metzheiser
System integrators everywhere are shifting to a service-focused sales model and selling technology-as-a-service solutions. This is mainly due to them discovering how this sales model is important in building recurring monthly revenue (RMR) for their business. When a technology-as-a-service solution is proposed and positioned properly, their customers, more than ever, are all in for this type of ... Read More
by: Paul Metzheiser
TAMCO surveyed over 194 US-based technology integrators. Despite these findings, it is still astonishing that integrators are not making dramatic changes to their business model or are still only dabbling in services as opposed to building complete strategies around them. Look at the below four data points and let’s unpack why more integrators are not selling services and discuss simple changes ... Read More
Who do you believe makes the best fit for technology-as-a-service solutions? Large enterprises Mid-market companies Small businesses Nonprofits Education Local government Budget-challenged organizations All of the above and more Read More
I've been on the procurement side of the technology industry for over 25 years, singing the praises of recurring revenue, and trying to help integrators attain it. While many understand the concept of recurring monthly revenue (RMR) and believe in its value, most end up expressing hesitation about even attempting to make a recurring revenue sale, like a technology-as-a-service solution sale. Read More
View this recent podcast with President of PTG, Bill Fons, and Managing Partner of TAMCO, Paul Metzheiser as they discuss the ecosystem of the as-a-service model. Together, they break down the challenges, misconceptions and benefits of this unique business model. Read More
Technology-as-a-service. It seems to be everywhere as of late. The market is demanding it more than ever and integrators are discovering its importance in leveraging it to build sustainable and predictable recurring monthly revenue (RMR) for business. Read More
The short answer is NO! Technology-as-a-service, hardware-as-a-service, device-as-a-service, and any other related as-a-service solutions are not the same as a lease. Read More
by: Paul Metzheiser
When analyzing the right payment option to pay for an organization's technology solution there is more to consider than the lump sum price nowadays. Integrators are becoming more concerned with things like building recurring revenue, contractual customer loyalty, profitability, and customer lifetime value. Customers are more interested in the use of their technology opposed to the need for ... Read More
Businesses and organizations should never use capital expense (CAPEX) funds to pay for their audio visual solution equipment like displays, cameras, speakers, mics, control panels, and related components, even if they have the cash to do so. Period. It may seem like a bold statement since customers have been exchanging cash for AV systems since the infancy of the industry. The truth is, when you ... Read More
